| I blogged a quick note on October 20th "Why Are You | | | | your people into the most efficient ways to run their |
| Working With Them?" and Zanna, one of my readers, | | | | business. This way you'll know what they are about |
| asked a great question.In my original blog post I | | | | and what they are willing to do and they are much |
| suggested you're wasting your time if you continue to | | | | more likely to follow through.What is a great technique |
| work with people who say they're going to....(and fill in | | | | for coaching? Asking questions until the person sees |
| the blank) but never actually pull it together to get | | | | herself clear to her first step. One of the first things I'd |
| started. The point is they never get started. We are | | | | suggest you do is coach your new recruit to get store |
| not talking about what they agreed to do.I suggested | | | | hours in place. If it were me I'd do it immediately after |
| to "bless 'um and move on."Zanna ask about a | | | | they'd filled out their application and paid their money. |
| technique to do that. She also asked how to avoid | | | | Yes I mean immediately. Before we parted and made |
| getting caught in the cycle again when the person | | | | an appointment to meet again. Then from the |
| actually goes away but only for awhile. They return | | | | beginning their business has a clear time to |
| with the same promises but no action therefore | | | | operate.What is the usual outcome of coaching |
| starting the cycle again.Here's a great way to move | | | | someone to make their own decisions as to how they |
| past people who take your time (and their own) but | | | | are going to move their business forward? Typically |
| don't follow through. I call it "building a bridge." The best | | | | they'll take action on what they said they were going |
| way to get clear what this accomplishes is to consider | | | | to do. Why? Because it's their idea and that holds a lot |
| what a bridge does. It allows us to move back and | | | | more weight than your idea.The other thing that comes |
| forth over something that otherwise would be difficult | | | | out of this is you're off the hook to remind and push. |
| to maneuver.And that's just exactly what we're going | | | | It's their idea what they are going to do and their time |
| to do. We're going to give these people a way to | | | | line. What I'd do after she decided what her first steps |
| come back to work (the key word there - work). But | | | | are I'd ask her to look at her calendar (now she has |
| the bridge will also allow us to disconnect so we can | | | | her store hours) and make a time to get the task |
| free ourselves up so we can work our business | | | | completed. Then make an appointment for them to call |
| efficiently by working with those who want to build a | | | | you to check in and debrief about how it all went.Make |
| business and are willing to take the action to do | | | | sure they understand this is a real appointment. You |
| so.Let's look at the steps it takes to build this bridge.- | | | | are blocking time to talk in your calendar and expect |
| Compliment them with something that you like or | | | | them to be there. This is step five of the "5-Steps To |
| admire about the way they do business or a trait they | | | | Work Less and Make Money in Network Marketing" |
| bring to the table that you think will be good for their | | | | that are covered in the first two ezine issues. (When |
| business. (e.g. they are a good listener).- Then tell them | | | | you draw boundaries and make things clear keep it in |
| you get that this is probably not the best time for them | | | | mind that honey often takes you much further than |
| to build their business, because it's tough for them to | | | | vinegar.)If they call and didn't do what they said they |
| take action right now.- But when they're ready to take | | | | were going to do. Build another bridge and let them go |
| action you'll be right here ready to work with them.This | | | | again.If they don't call at the appointed time let them go. |
| lets people off the hook and gives them a way to | | | | Send a build a bridge email. It might go something |
| leave feeling good. (That is why you make sure you | | | | like;Sorry you missed our call. You know (name) you |
| compliment them first. No one needs to go away | | | | do blah blah really well |
| feeling bad.)If they do come back your job is to let | | | | and when you're ready to build your business I'm here |
| them decide what they think is the first thing they need | | | | to help.Short and sweet but real and final.If you apply |
| to do in order to move their business forward. Why | | | | these techniques it should help you to move on from |
| does letting them decide make a difference?You're | | | | the professional "I'm gonnas" and keep your business |
| not telling them what to do. They are deciding what | | | | going in the right direction.© 2006 Jillian Middleton |
| they need to do to move their business forward. Why | | | | All rights reserved.Jillian Middleton is a Mentor Coach |
| is this important? What is the first thing a two year old | | | | and Trainer, and author of the courses '5 Steps to |
| says when you tell them to do something? We all | | | | Working Less and Making More in Network Marketing' |
| know the answer to this even if we don't have kids, | | | | and Setting Up Your Store Hours. As creator of the |
| NO. Does it get better as they get older? How many | | | | 'Savvy Sponsoring Strategies' Program, Jillian trains |
| teenagers do you know that respond well to being told | | | | network marketers and direct sales consultants the |
| what to do. Ask yourself, do you like being told what | | | | same strategies she used to build two 6-figure |
| to do? Certainly I don't. That's why I own a | | | | network marketing businesses in 5 years. |
| business.Rather than telling people what to do, coach | | | | |